The Role of Perspective-Taking Ability in Negotiating under Different Forms of Arbitration
Bibliographic Data
| ID | 3328806 |
|---|---|
| Authors | Margaret A Neale, Max H Bazerman (0000-0002-7009-3340) |
| Year | 1983 |
| Volume | 36 |
| Issue | 3 |
| Pages | 378-388 |
| Publication date | 1983-04-01 |
| Open Access | Yes |
| Type | ARTICLE |
| Venue | Industrial and Labor Relations Review (JOURNAL) |
| Journal identifiers | ISSN: 0019-7939 • E-ISSN: 2162-271X |
| Publisher | SAGE Publications Inc (PUBLISHER) |
| DOI | 10.1177/001979398303600304 |
| OpenAlex | W2052590699, W4245980130 |
| Language | EN |
| Citations received | 67 |
This study investigates whether the ability of negotiators to adopt the perspective of their opponents is a key to success in negotiating under conventional and final-offer arbitration. The authors tested this question in an experiment in which 80 pairs of students engaged in two sets of negotiations. The results suggest that both the perspective-taking ability of the negotiators and the type of arbitration affect negotiations-as measured by concession rate, number of issues resolved, and outcome success (the dollar value of the contract obtained)-and such attitudes as perceived agreement with and control over the outcome. The authors also find that negotiating experience affects various process and outcome measures of the negotiation as well as perceived control over and agreement with the outcome
Affect (linguistics) · Arbitration · Business · Control (management) · Economics · Law and economics · Liberian dollar · Management · Microeconomics · Negotiation · Outcome (game theory) · Perspective (graphical) · Political science · Sociology · Value (mathematics) · Artificial Intelligence · Communication · Computer Science · Conflict Management and Negotiation · Cultural Differences and Values · Family Business Performance and Succession · Gender Diversity and Inequality · Innovation and Knowledge Management · Law · Psychology · Social Psychology
Interaction Goals in Negotiation
A New Perspective to Resolve Behavioral Biases in Business Negotiation
Exploring the Feasibility of Mediated Final Offer Arbitration As a Technique for Managing “Gridlocked” Environmental Conflict
Own Group Oppression, Other Group Oppression, and Perspective Taking
How we know-and sometimes misjudge-what others know
The effects of private self-consciousness and perspective taking on satisfaction in close relationships
Perceived perspective taking
Experience in integrative negotiations
Resisting the temptation to compete
Rapport in Conflict Resolution
Social status as a cue for tacit coordination
In fairness to future generations
Family roots of empathy-related characteristics
The Space Between
Mind Perception
Heuristics and Biases
Norm theory
The use of statistical heuristics in everyday inductive reasoning.
The weighing of evidence and the determinants of confidence
Extensional versus intuitive reasoning
Brazilian Adolescents' Prosocial Moral Judgment and Behavior
Timid Choices and Bold Forecasts
Individual differences in reasoning
Clinical Versus Actuarial Judgment
Support theory
The hot hand in basketball
The promise and perversity of perspective-taking in organizations
Political Skill and Work Outcomes
Representativeness Revisited
Integrative bargaining in a competitive market
The contractual dispute resolution game
The bright and dark sides of creativity in employee conflict management; the moderating role of competitive climate
Framework of Behaviour Training in Digital Negotiations
The Effect of Perspective-Taking on Trust and Understanding in Online and Face-to-Face Mediations
Measured but Not Induced Perspective-taking Predicts Success in Coalition Formation
On the first-offer dilemma in bargaining and negotiations
Perceiving Others’ Feelings
Game perspective-taking effects on willingness to help immigrants
Social Categories and Group Preference Disputes
Initial perceptions in negotiations
Ambiguity and Self-Evaluation
The Affect Heuristic
Empathy
The costs and benefits of undoing egocentric responsibility assessments in groups
First offers as anchors
How alike is it versus how likely is it
Egocentric empathy gaps between owners and buyers
Facilitating transition from maternity leave to work for working mothers
Emotions in Negotiation
Conflict frames in the wild
Negotiation behavior and outcomes
Maintenance of satisfaction in romantic relationships
Why It Pays to Get Inside the Head of Your Opponent
Ambiguity and self-evaluation
Risk and Information in Dispute Resolution
Models of conflict, negotiation and third party intervention
Perspective‐taking predicts success in coalition formation
It's `give and take
Win-win in distributive negotiations
Perspective taking does not moderate the price precision effect, but indirectly affects counteroffers to asking prices
Role Taking Reconsidered
The Link between Information and Bargaining Efficiency
Perspectives for Understanding Negotiation
Negotiator Judgment
The Human Mind as a Barrier to Wiser Environmental Agreements
A Comparison of Conventional, Final-Offer, and "Combined" Arbitration for Dispute Resolution
Effects of Seller-Supplied Prices on Buyers' Product Evaluations
| Citations per year | 1.91 |
|---|---|
| Citation span | 1983 - 2025 (43) |
| Highly cited | No |